[Hiring] Vice President-Sales & Distribution Management @EMC Insurance Companies

Role Description

Join EMC as Vice President of Sales & Distribution Management and lead the strategy that fuels our growth—advancing our sales culture, strengthening key agency relationships, and delivering sustained, profitable performance across our business.

Essential Functions:

• Sales Enablement:
  • Sets and communicates the strategic vision for SDM and EMC’s Sales culture, in alignment with EMC’s mission, values, brand and long-term business strategy.
  • Develops, drives and measures a cohesive go-to-market strategy for EMC’s four business units, in close partnership with UW, Marketing and Field leadership.
  • Develops, drives and measures execution of the sales playbook and key performance criteria for premium growth and distribution optimization.
  • Establishes and monitors key performance indicators (KPIs) for all functional areas within SDM and Field Sales and holds people accountable for achieving results.
  • Serves as a key leader in Officer decision-making forums and at the executive level, for enterprise-wide and major transformation initiatives, and innovation projects, contributing to company-wide strategy, resource allocation, and policy development.
• Key Distribution Partner (KDP) and Industry Relations:
  • Leads strategy and engagement for EMC’s most critical (KDP) agency relationships.
  • Develops, drives and measures execution of EMC’s KDP strategy in close collaboration with Underwriting, Marketing and Field leadership.
  • Cultivates and maintains strategic, two-way, value-driven relationships with key agency partners, industry associations, and external stakeholders.
  • Anticipates and promptly communicates independent agent trends, market shifts, and competitive dynamics; proactively adjusts departmental strategies to maintain EMC’s leadership position.
• Agency Data and Business Integration:
  • Responsible for identification, development and execution of short- and long-term SDM and Field Operations data and reporting needs and solutions.
  • Leads SDM in supporting and providing Sales and other business insights for technology and data transformation initiatives, including DAP, ADM, CRM, and product enhancements.
  • Partners with FP&A, project business partners, Compliance, and Internal audit to ensure appropriate controls are in place for relevant data protection regulations and industry standards.
• Agency Compensation and Contracts:
  • In close partnership with FP&A, Legal, Compliance, Underwriting and the Field, oversees the design, implementation, and maintenance of competitive agency distribution compensation and incentive plans, including all agency compensation contracts and agreements, and regular analysis of compensation expense levels.
  • Oversees agency analytics including the agent tiering programs and execute effective agency segmentation strategies.
  • Responsible for risk management and compliance for agency contracts, licensing, and other SDM activities, ensuring adherence to regulatory requirements and company policies.
  • Oversees Agency Distribution Management Systems that includes agency onboarding, mergers and acquisitions, and agency terminations, as well as key vendor relationships.
• Sales Operations:
  • Responsible for coordination, execution and communication of Sales initiatives, projects, and meetings with Underwriting, the Field, MarCom and other areas.
  • Oversees departmental budget, resource allocation, and vendor relationships at a strategic level, ensuring optimal investment and fiscal responsibility.
  • Supports business reviews with senior leadership, providing data-driven insights, strategic recommendations, and performance updates.
• One EMC Leadership:
  • Develops and mentors a high-performing team, fostering a culture of accountability, innovation, and inclusion.
  • Influences and guides cross-functional teams to ensure seamless execution of strategic priorities and transformation projects.
  • Establishes oneself as an integral leader of EMC’s new operating model driven by sales, UW, Marketing and the Field.

Qualifications

• Bachelor’s degree, preferably in business, marketing, finance, or related field, or equivalent relevant experience.
• Ten years of progressive leadership experience in insurance sales, distribution, or related experience.
• Advanced insurance designations (CPCU, CIC) preferred.

Requirements

• Excellent knowledge of the insurance industry, including agency operations and market trends.
• Superior knowledge of sales, marketing, and distribution strategies for profitable growth.
• Strong ability to build and nurture effective relationships with agency partners, industry associations, and key stakeholders.
• Ability to drive organizational change and lead transformation initiatives, fostering innovation and continuous improvement.
• Excellent knowledge of company products, services, and philosophies, with the ability to align departmental strategies to enterprise goals.
• Superior verbal and written communication skills, including executive presentations and cross-functional collaboration.
• Excellent human relations and leadership skills, with a proven ability to build, develop, and mentor high-performing teams.
• Ability to establish and monitor key performance indicators (KPIs), holding leaders accountable for results.
• Strong financial acumen, including budgeting, resource allocation, and strategic investment oversight.
• Ability to manage multiple enterprise-wide initiatives and priorities while ensuring compliance and delivering results.

Benefits

For information relating to the benefits EMC Team Members receive as part of a comprehensive rewards package, please visit www.emcins.com/careers .

Company Description

At EMC, we’re all about working together to make an impact. As part of our team, you’ll have the opportunity to grow, contribute, and gain experience that matters. We strive to be caring leaders, close partners, and responsive experts—always supporting each other to do our best work. Join us, and let’s improve lives together.